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To succeed at selling a losing product, you must develop seriously superior sales techniques. In addition, you have to be massively competitive and incredibly hungry to survive in that environment.

Ben Horowitz

Planning is valuable, tho the plan is usually useless.
BEN HOROWITZ

Planning Useless Valuable
It’s pretty clear that [customers] know what their budgets are now, and what they want to spend it on.
BEN HOROWITZ

Clear Customer Want
Every time you make the hard, correct decision you become a bit more courageous, and every time you make the easy, wrong decision you become a bit more cowardly. If you are CEO, these choices will lead to a courageous or cowardly company.
BEN HOROWITZ

Choice Courageous Decision
It’s quite possible for an executive to hit her goal for the quarter by ignoring the future.
BEN HOROWITZ

Executive Goal Quarters
As a startup CEO, I slept like a baby. I woke up every 2 hours and cried.
BEN HOROWITZ

Baby Hours Motivation
You know what the difference between a vision and a hallucination is? They call it a vision when other people can see it.
BEN HOROWITZ

Differences People Vision
A lot of it is on the job training, combined with excellent mentorship.
BEN HOROWITZ

Excellent Job Lot Mentorship Training
In Silicon Valley, when you’re a private company, the entrepreneur can do no wrong.
BEN HOROWITZ

Company Entrepreneur Valleys
Until you make the effort to get to know someone or something, you don’t know anything.
BEN HOROWITZ

Anything Effort Knows Someone Something
The trouble with innovation is that truly innovative ideas often look like bad ideas at the time.
BEN HOROWITZ

Ideas Innovation Looks
Wartime CEO is too busy fighting the enemy to read management books written by consultants who have never managed a fruit stand.
BEN HOROWITZ

Book Enemy Fighting
Volatility and length, that’s the value on an option. 10 years on a startup stock, that’s a big valuable thing.
BEN HOROWITZ

Length Management Years
For example, the vast majority of security break-ins occur as a result of problems with known fixes. With an automated system, you can keep up to date.
BEN HOROWITZ

Date Example Majority Problem Result
Over the last ten years, technological advances have dramatically lowered the financial bar for starting a new company, but the courage bar for building a great company remains as high as it has ever been.
BEN HOROWITZ

Bar Company Lasts Lower Years
If you have never done the job, how do you know what to want?
BEN HOROWITZ

Done Jobs never Want
A CEO needs great intelligence and great courage. And I always found my courage was tested more.
BEN HOROWITZ

Entrepreneur Found Needs

To succeed at selling a losing product, you must develop seriously superior sales techniques. In addition, you have to be massively competitive and incredibly hungry to survive in that environment.

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To succeed at selling a losing product, you must develop seriously superior sales techniques. In addition, you have to be massively competitive and incredibly hungry to survive in that environment.

Related Topics

Popular Authors

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